NMIMS Global Access
School for Continuing Education (NGA-SCE)
Course: Sales Management

Internal Assignment Applicable for December 2020 Examination

1. Study and prepare the sales management structure of any 2 FMCG Companies of your
choice.

2. You are the territory sales manager of Eureka Forbes water purifiers. You have 3 new
recruits under you. Help them prepare a sales plan. (10 Marks)

3. ABC Co. is into selling of skincare products. Since it is new, it is aggressively selling
its products to the markets in which it operates. There is a lot of competition in the
market and so the Co. has to continuously come up with different innovative ways in
which it can make its presence felt. The Salesmen are having high sales targets and
being pressurized to perform well. Amidst this, an existing brand has also branched out
into the same range of skincare products and gaining good customer footfall as they are
already well known in the market. ABC Co. is not just losing out on its customer base
but also on its sales personnel.

a. Analyze the case and explain what could be the probable reasons for the employees
leaving the organization. (5 Marks)

b. What according to you should be the right way to motivate these employees into
staying with the company?